Accelerate your business growth with Cloud Enablement Desk

Session outcomes • Hear about all the great services CED provides • Know how to sign up, either online or on the spot • Get excited about how CED can help accelerate your cloud business maturity and take advantage of modern selling approaches to reach more customers

Microsoft Partner Engagement Models Managed Provide a programmatic foundation to support the Build-with, GTM & Sell-with motions Cloud Enablement Desk Led Engagement Accelerate Hi. Po partner growth through dedicated specialist engagement Digital Experiences Provide a digital service for the needs of the broad ecosystem by serving up the best content, contextually at the right time to our partners

SIGN UP BUILD A PRACTICE ACCELERATE SALES Develop scalable solution with tele-specialist 6 a Attend monthly calls with MS tele-specialist Get started 1 Go to Partner. Microsoft. com Sign up and receive benefits 2 Go to partner. Microsoft. com/me mbership to sign up for an MPN ID Evaluate paid starter offer (optional) 3 Purchase Microsoft Action Pack to gain access to MS licenses and kickstart your practice Develop your practice through a guided experience 4 Select from priority practice guided experiences: • Modern desktop • Collaboration • Security and compliance • Dynamics 365 • Cloud infra and management Determine engagement model Develop solution and transact through Indirect Providers Silver Competency 5 6 b 7 High potential partners identified within the guided experience are eligible for continuing direct with Microsoft while others scale on their own or via indirect providers Onboard with preferred indirect provider Develop scalable solution through guided experience • Data and AI • Application Innovation PARTNER MINDSET Engaging with Microsoft opportunistically Evaluate Silver competency Building commitment to Microsoft but primarily leveraging free or non-gated content Create your Business Profile to connect with customers 8 Follow this guide to develop and register your profile Scale solution sales through marketplaces 9 Gold Competency 10 Onboard with Microsoft Marketplaces and/or indirect provider marketplaces Evaluate Gold competency Co-sell 11 Work with the Cloud Enablement Desk to register your solution in the co-sell catalogue 6 c Continue with preferred digital guided experience Investing capital in building and accelerating their MSFT practice MPN Support, MPN Benefits, Tech Support Committed to Microsoft and highly involved in programs

Cloud Enablement Desk Services Detail Partner Center Lead Share Activation Competencies and MAPS Uptake Graduation Criteria: Business profile set Graduation Criteria: Partner has Solution Onboarding to Marketplaces Benefits Utilization Graduation Criteria: Solution posted on Graduation Criteria: Partner is aware of up and partner is receiving leads marketplace and discoverable by customers purchased appropriate Competency/Offer for their business Solution Onboarding to Co-Sell Graduation Criteria: Solution posted on internal co-sell tool and discoverable by sellers available benefits and utilizing relevant services to grow their business

FY 20 Cloud Enablement Desk (CED) Delivery Sites 3 1 North America 32 CPS Concentrix: Kingston, Jamaica 5 EMEA 28 CPS Teleperformance: Lisbon, Portugal Japan 3 CPS Relia: Tokyo, Japan 4 APGC 11 CPS Concentrix: Kuala Lumpur, Malaysia 2 LATAM 18 CPS Teleperformance: Bogota, Columbia 5 Delivery Sites 92 Cloud Program Specialists 15 Languages Supported

The CED can help your business at different stages in your journey, with assistance tailored to meet your specific needs. Consider some of the below scenarios WHEN YOUR ORGANIZATION IS: 1 2 3 4 5 Evaluating strategies to reach more customers by taking advantage of all the tools, programs, and processes Microsoft has to offer Considering a competency to differentiate your business Seeking GTM assistance or would like to enhance overall marketing effectiveness Requiring technical expertise to skill-up your workforce, drive pre-sale consultations and streamline deployments Looking to enable your solution for co-sell, in order to share and accept leads with Microsoft sellers

FY 20 CLOUD ENABLEMENT DESK In-scope services Out of scope items Goal: Accelerate partner cloud business maturity and utilization of modern selling approaches CED is not a support desk. Partners in need of single issue (ex. Partner Center lead share activation Competencies and MAPS uptake Solution onboarding to marketplaces Benefits utilization Solution onboarding to cosell § Assist partner setup of Business Profile § Ensure referral criteria is adjusted correctly to send relevant leads § Regular check-ins with partner to ensure leads are being actioned against and profile adjustments made as needed § Help partner identify best fit competency/offer for their business § Walk through competency/offer requirements and benefits, incl Yo. Y changes and related impact § Guide partner through competency attainment process, incl purchasing and membership management in Partner Center § § Explain marketplace opportunity and different listing types Guide partner through solution listing process Escalation point of contact for onboarding issues Warm handoff with PTC for technical review or architecture support § Explain all benefits available to partner based on program tier and marketplace/co-sell status. § Warm handoff to PTC team for pre-sales support, architecture review, and deployment assistance § Warm handoff to GTM Services team for relevant services § § Set up OCP CRM profile Guide through program requirements and tiers (Co-Sell vs IP Co-Sell) Guide partner through solution listing process Process exceptions and liaison with co-sell desk Center sign-in) or technical issues should engage Frontline Support • Pipeline management • Solution sales • Product pricing, customization & quotes • Deals consultation or recommendation • Pricing, billing or SKU Guidance • Providing leads • Meeting with potential clients • Complex Licensing & Pre-Sales questions • Partner Center troubleshooting • CSP Billing • Break fix and technical support

Accelerate your business with the Cloud Enablement Desk (CED) Work 1: 1 with a dedicated specialist to accelerate your cloud business and utilize the best modern selling approach Microsoft has to offer. A CED engagement lasts 6 -9 months and is free for eligible partners. Utilize the Cloud Enablement Desk if you are: “It’s a very valuable service. We’re driving more consumption with Azure and (our customers) want to increase their plans with Microsoft. ” Evaluating strategies to reach more customers Seeking Go-To-Market help or would like to enhance your overall marketing effectiveness Requiring technical expertise to skill-up your workforce, drive pre-sale consultations and streamline deployments - Naha Kayani, CEO, Zeurix Considering a cloud competency to differentiate your business Zeurix has seen a 30% increase in Azure consumption since engaging the CED. Looking to enable your cloud solution(s) for co-sell Sign up today at aka. ms/CEDnominate Eligibility • Non-managed partner • Has a Microsoft Partner Network ID (sign up here) • Developing or built repeatable scalable app or solution

Your outcome Next steps… Go to aka. ms/CEDnominate to sign up now Visit the Cloud Enablement Desk booth to speak with our specialists